ON THE COVER
This month’s cover photograph is a tribute to
IIAO President/CEO Dan Ramsey, who is retiring
after 16 years of service to the association. His
leadership has helped IIAO not only grow and
prosper in its mission of serving independent
agents in the state but also helped it achieve
national recognition for its effectiveness.

POLICY is the official publication of the Independent
Insurance Agents of Oklahoma. POLICY is published
quarterly and distributed to all member agencies and other interested parties in Oklahoma.
Manuscripts and contributions are welcome,
and will be considered for publication at the
discretion of the IIAO Publications Committee.
Correspondence and advertising inquiries may be
addressed to IIAO, P.O. Box 13490, Oklahoma City,
OK 73113. Ph: 405-840-4426 or 1-800-324-4426

Young Agent Spotlight:
Cody McNeill
TrustedChoice.com and
Project Cap Growing
New Member Spotlight

NEWSMAKERS 24 in brief 29
ABOUT IIAO

The Independent Insurance Agents of Oklahoma is the
largest insurance trade association in Oklahoma. With
more than 475 independent insurance agencies, we
represent nearly 4,000 independent insurance agents
and their employees. IIAO member agencies range in
size from one person to some of the largest agencies in
the region.

staff located in Oklahoma City. IIAO’s mission, shown below,
is carried out through a variety of programs designed to
enhance the business of independent insurance agencies.

Founded in 1906 as the Oklahoma Association of Local Fire
Insurance Agents, IIAO is a result of the consolidation of
the Independent Insurance Agents of Oklahoma, Inc. (IIAO)
and the Oklahoma Association of Professional Insurance
Agents (OAPIA) on Jan. 1, 1992.

IIAO is affiliated at the national level with the Independent
Insurance Agents and Brokers of America with offices in
Alexandria, Va., and Washington, D.C.

IIAO policy is set by a board of directors elected at the annual convention. Policy is implemented by a professional

IIAO MISSION STATEMENT

IIAO is an active advocate on behalf of independent agents
before legislative, regulatory and judicial groups in Oklahoma and at the federal level.

IIAO is an excellent source of information through
POLICY magazine, published quarterly, and the
Oklahoma Agent, a monthly newsletter of time-sensitive
material for its members.

The mission of the Independent Insurance Agents of Oklahoma, working in the public’s best interests, through active
member participation, is to be the unrelenting advocate of independent insurance agents and to fulfill the education,
political and business needs of its members.

CHAIR

Trusted Colleague
In my long career, I have met many generous men and women from whom I have learned, and Dan
Ramsey is in the top tier of those committed insurance professionals willing to help others advance.
David Eaton, CIC
Advantage Insurance
Group, El Reno
CHAIRMAN

IIAO Leadership
Officers

CHAIRMAN-ELECT

Mark Carlin, CIC
Cole, Paine & Carlin, OKC
TREASURER

Phil Eitzen, CIC
Eitzen Agency, Fairview
SECRETARY

Thad Leonard
Carl M. Leonard &
Son Inc., Tulsa
STATE DIRECTOR

Denise Johnson, CIC
ECI Insurance, Piedmont
IMMEDIATE
PAST CHAIRMAN

Ed McGrath
CIC, CRM
Wilcox & McGrath
Insurance, OKC

directors

Guy Landes, CIC
Louis Blosch Agency
Tulsa

Mark Tedford, CIC
Tedford Insurance
Jenks
YAC CHAIRMAN

Daniel O’Neil
Oklahoma Agents
Alliance, OKC

I

first met Dan Ramsey around 1980. I was definitely
a rookie in this business, having joined the small
Gadberry-Meyer Insurance Agency in March 1979
as manager. My agency owner also owned a savings
and loan, real estate office and abstract company,
all housed in the same building. The owner sent me to
the two-week Hartford Insurance School, for which I was
grateful, but it was a crash course considering I came from
a retail background.
A few weeks after taking the course, I met Dan at an association function or one of our insurance carrier meetings.
Whatever the event, he obviously took pity on me because
of what I am pretty sure was a deer-in-the-headlights look.
I still remember sitting with him and picking his brain:
Without hesitation he dished out wisdom on the operation
of an agency. During that meeting, he offered an invitation
to come to his agency in Chickasha and see firsthand how
he operated. He never promised me that his methods were
the correct way of doing things, but at least they were a way.
I am not ashamed to say that I copied many of his methods
of operation, and I’ve never regretted that decision.
I can’t believe that it’s been almost 35 years since
our first meeting. I stayed involved in the Independent
Insurance Agents Association but never felt that I had
the time to commit to a leadership position. Being the
only owner/producer of my agency for the first 20 years,
I was focused on building my business and feeding my
growing family. When I was approached about five years
ago and asked if I would serve as a board member, I knew
it was time. With both of my sons in the agency and a
very dependable staff, I could carve out the time to give
back to my profession, and I am ever so glad I did. I was
surprised and honored when I was asked to serve on the
executive committee.
Serving on the IIAO board and the executive committee and as the current chairman has been one of the best
experiences of my career; however, getting reacquainted
with Dan has been the most rewarding aspect of my associa-

Serving on the IIAO
board and the executive
committee and as the
current chairman has
been one of the best
experiences of my
career; however, getting
reacquainted with Dan has
been the most rewarding
aspect of my association
journey.
tion journey. I have never met anyone as knowledgeable,
friendly and committed to his position with the association
as is Dan. Having the chance to work, play some golf and
travel with him and his wife, Marilyn, has been a blessed
experience I shall treasure forever.
Things haven’t changed much in one way since my first
meeting with Dan 35 years ago: I continue to learn from
his knowledge, commitment and leadership.
Thanks, Dan. It’s been fun.

REGIONAL DIRECTORS
RED CARPET
ZONE 1

GREAT PLAINS
ZONE 2

Wes Magill, CIC

Larry Neal,
CIC, AAI, LUTCF

Magill Insurance
Agency, Weatherford

2

POLICY

Summer 2014

J.T. Neal Agency
Lawton

GREEN COUNTRY
ZONE 3

FRONTIER COUNTRY
ZONE 4

LAKE & TRAIL
ZONE 5

KIAMICHI
ZONE 6

Karen Dunn

Chris Torres, CIC

Archey-Warren-Dunn
Insurance Agency
Broken Bow

Mike Somers, CIC

Kelly Smith, CIC

Oklahoma Agents
Alliance
OKC

Somers Insurance
Agency
Lindsay

JWB Insurance
Holdenville

2014 OkPAC Investors

OkPAC is IIAO’s political action committee. It provides financial support for state elected officials who will provide support for or have shown support
of issues affecting the insurance industry and to those who share our business philosophies. Only individuals or partnerships can make contributions
to OkPAC. Under Oklahoma law, OkPAC can accept no contributions from corporations.
John Battaliou
Brad Berrong
Paul Thomas Caraway
Kent Carlin
Mark Carlin
Michael Cottom
James H. Couch
Hal M. Curry
Frank (Rick) R. Dawkins
Malinda Day
John E. Dillingham
Jennifer E. Dotter
Karen S. Dunn
David Eaton
Ryan M. Eaton
Philip D. Eitzen
Diane (Brenda) Ferrell

Is your name not on the list? Use the contributor’s statement on the back of this page to donate.

4

POLICY Summer 2014

EXTRA

Our Years Together
In the more than 16 years we have worked together on behalf of all Oklahoma insureds, ourselves as
insurance professionals and the industry of which we are so proud, we have accomplished much. I want to
leave expressing my gratitude for your help and support along a path that has not always been smooth.

W

Dan Ramsey,
CIC

ow! It hardly
seems possible
that my tenure
with IIAO is
about to come
to a close. Thanks to each and every
one of you for making my time at the
helm such a great honor, privilege
and pleasure.
In my final Extra column, I thought
I would share with you some of the
highlights that I can recall over the
past 16-plus years.

PRESIDENT/
CHIEF EXECUTIVE
OFFICER

New building

Perhaps this is the most visible and IIAO President/CEO Dan Ramsey — along with Tony Caldwell, Denise Johnson, Jed
obvious of our achievements during Dillingham, Mike Ross, Vaughn Graham, Bill Wetzel and several Greater OKC Chammy time here. It is such a marvelous ber members — cuts the ribbon in 2009 on one of his proudest achievements, the
facility. I will miss coming to this great new IIAO building.
building, working with an incredible
to our boardroom to them. Those names carried over to the
team and looking out my window each
new building, and we are so thankful to them and the other
day. The IIAO team did such a splendid job of providing
names on the wall that made it all possible. I took a quick
their input; the leadership and support of the IIAO board
look at our financials as of the 1999 fiscal year-end and
of directors was outstanding; and the finished product is
compared to our financials today. The total equity for all
one that IIAO members, associate members and employees
of our entities (IIAO, IIAO Service Corporation, Insurance
will be proud of for many years to come. It was a miracle
Plan Services and the IIAO Insurance Foundation) in 1999
and is deserving of its own story.
was $158,472. As of March 31, 2014, that number is now
$2,243,540. We have struggled at times, but because of the
Financials
great voluntary leadership from our boards over the years
Those who have not made this entire journey with us may
and a dedicated staff, we have come far. Cindy Munden and
find it hard to imagine the financial condition of IIAO as it
Malinda Day have been here through it all. I appreciate all
was when I came aboard in September 1998. A great credit
our employees so very much, but I have a special place
for our much more positive financial status goes to the chalin my heart for both of them. Susan Titus, who served this
lenge Bruce Magill issued at an annual planning meeting
organization more years than I did, merits placement right
that we needed to “burn our mortgage” to be out of debt. At
beside these other two dedicated employees.
the time, we owed around $250,000 and we made a run at
collecting enough to retire that debt. We got about halfway to
Malinda Day’s hiring
our goal. As a result of some creative thinking at an annual
One of the first orders of business was to find a person
conference in Tulsa, we tried again with the idea of naming
who could keep our records straight. In November, I hired
rights for our conference center to raise the balance. We isMalinda, and what a great hire it was. She is a remarkable
sued a challenge to our companies. Jack Brunson, president
individual and was the perfect person for the job. At the
of National Security, based in Alabama, called me to say he
same time, we hired a new accounting firm. That led to
thought his company would be interested. I explained the
the discovery that the records were a mess. It took months
program to Jack, and he agreed to contribute $25,000. We
for Malinda and the CPA firm to get them back in order.
were almost there but still a little short. Jim Pierce at MidSince then, we have endured two IRS audits and numerous
Continent said it would like to help reach the goal, which
Continued on Page 6
required about another $25,000, so we gave naming rights

POLICY Summer 2014

5

EXTRA

Continued from Page 5
other challenges along the way, but I have never questioned
whether our numbers were correct. Once Malinda came
aboard, the answer to that was always a resounding “Yes.”

100th anniversary celebration

In 2007, IIAO celebrated its centennial anniversary with
a huge party at the newly remodeled Skirvin Hilton in
Oklahoma City. More than 700 people attended the event
that the IIAO staff spent a year designing and promoting
with much creativity. Christmas tree ornaments, agency
visits by Fred Barker and other strategies were used to
get the word out and generate a big crowd. We had a mock
burning of our mortgage as one of the highlights of the party.

Hypopanty

We were struggling with attendance at our annual convention. We were down to around 150 attendees. A board
member suggested that perhaps we should consider not
having a convention any more. Since our by-laws require
an annual meeting, we decided instead to redesign the

Save the Date
Retirement Reception for
Dan Ramsey
August 7, 2014
Oklahoma City

Invitation to follow
6

POLICY Summer 2014

format and brand the annual gathering as Hypopanty.
Since that change, we have consistently had more than
700 people each year. Kairos, the new brand for the former
small and rural agents conference, is quickly establishing its own importance with our members as a different
networking experience.

Legislation

IIAO has experienced tremendous success at the state
Capitol during the past 15 years. Lawsuit reform and
workers’ compensation reform are at the top of the list,
but we have also seen success in the simplification in
uninsured motorist and passage of a state question that
has saved agencies and carriers a great number of tax dollars by eliminating taxation of intangible assets. IIAO has
established itself as one of the primary sources legislators
go to for information and advice on insurance legislation.

Susan Titus’ health challenges

Not all highlights are happy ones, at least on the surface. My

EXTRA

IIAO President/CEO Dan Ramsey and
Susan Titus sit with board and staff
members, all part of Team Susan,
formed after Susan’s cancer diagnosis.

chapter of the IIAO story would not be complete without
mention of the devastating news of Susan’s illness in
fall 2012. I had visions that she would be sitting in this
leadership chair some day, but that wasn’t meant to be.
The IIAO family came together in a massive show of
support through kind words, prayers and other means
of support both small and large to show our love for
her. Her quarterly reports of remaining cancer-free are
the best news we receive. We miss her talent and her
presence every day. And I must also say that as part of
this highlight, I am grateful and awed at how the IIAO
staff has taken up the slack, especially Cathy Cinotto.
Cathy was rather new at the time Susan left, but she has
picked up the load for communications and events in a
manner that has been quite remarkable. Without prior
experience in many areas of responsibility assigned to
her, Cathy has quickly become a seasoned professional
and a valued colleague. She is a person upon whom I
can always depend.

quickest way

What’s the
to ease that empty feeling?

Bob Bramlett’s election

IIAO has demonstrated its talent and ability to
shape the national dialogue on the IIABA stage
many times. In 2012, Bob became the third IIAO
member — Dick Teubner and Courtney Wood preceded him — to become the chairman/president
of the Independent Insurance Agents and Brokers
of America. Bob has been a tremendous help and
friend to me over the years. He has certainly made
us proud of him and the leadership he has provided
on a national level.

It isn’t often that a state has two agents serving on
the IIABA Executive Committee at the same time,
but Oklahoma does. Vaughn’s election to the at-large
position of the IIABA Executive Committee puts him
in position to be Oklahoma’s fourth national leader.
Vaughn has been a great friend and outstanding leader
over the years. We wish him the very best as he proceeds up the succession ladder of national leadership.

Continued from Page 7
Carroll Fisher about the possibility of assuming the administration of the Oklahoma Market Assistance Program. He
agreed to recommend us for consideration, and we were
hired to do that job. It has been a great success because,
in large part, of the professional efforts of our Ramona
Townsend and Cindy Munden, the latter of whom has been
the program administrator for the past three years. She,
too, is an amazing individual who never shies away from a
task. Cindy possesses a tremendous work ethic and fits in
perfectly with the rest of the IIAO team.

Loss of revenue for marketing OSSBA
School Insurance Program

About six months after coming aboard, I received a letter
informing me that the marketing agreement IIAO had on the
OSSBA program was being terminated. This was a major
blow as it was already quite apparent to me that IIAO was
facing some serious financial challenges. Our national
dues needed to be paid, and we didn’t have the money.
Now I was being informed that one of our major sources
of revenue — about $125,000 a year — was ending. It

8

POLICY Summer 2014

was only a week or so later, however, that I opened another
letter from our E&O carrier that contained a contingency
check almost equivalent to what we owed for our national
dues. This bought us needed time to continue to initiate
and implement cost-saving measures and increase our income to prevent the likelihood of future vulnerabilities and
shortfalls. IIAO staff and board members really stepped up
to recommend strategies and accept the necessary changes.
As a result, IIAO today has established a reserve fund of
six months’ operating income to deal with any possible
future crisis.

Education and technology

The past several years have been focused on communication, communication and communication. Delivering
our message and our products in a manner that reaches
a diverse membership is one of the greatest current and
ongoing challenges. Susie Current and Cathy Cinotto have
been champions in changing our message and delivering
it through regular channels and new social media. Are we
there yet? No. Have we made remarkable progress in a

EXTRA

relatively short period of time? Absolutely. And we aren’t
finished. This will continue to be a major focus for Denise
Johnson as she assumes the IIAO helm. Not only are we
delivering our message differently, we are also bringing
new online CE programs to our members. Susie and Candy
Burton are going the extra mile to deliver the highest
quality of education to our members through live streaming events, webinars and traditional classroom settings.

E&O

When you’re providing a product to more than 80 percent of
your membership on a consistent basis, you must be doing
something right. Lyra Roberts is truly a special individual
who came to us with no prior insurance experience. She has
become one of the finest in the business. She manages and
administers this critical program that has become one of our
primary revenue sources for the past 10 years. The program
has grown because of the professionalism she brings to the
table every day. These are challenging times as more and
more companies jump in and jump out, which often adds
confusion to the marketplace. Our program has remained

steady, stable and growing because of Lyra’s leadership
and service-focused standard of excellence.

Jami Longacre, John Cox and
The McCarville Report

Tony Caldwell once sent a PAC letter to our members
telling them we were irrelevant. It may have hurt, but he
was right. So far as the political scene was concerned,
IIAO was irrelevant. We did several things to turn our ship
around: First, we contracted with Jami to be our lobbyist
on the day-to-day events at the state Capitol. She is a star.
Second, we contracted with John to help us develop a public
relations campaign. It has been remarkable for me to see
IIAO become the go-to resource for insurance information
with elected officials and the media. Third, we have had
a banner headline ad on the front page of The McCarville
Report online for the past five or six years. The website
has become one of the primary sources of political news
in Oklahoma. It has been a tremendous spot on which to
promote the Trusted Choice brand as well as to create a
high-profile awareness of independent agents.

You’re a specialist in providing insurance plans to commercial
contractors. So is Bituminous.
By working together, we protect contractors with the insurance they need. We’re the
perfect partner to help expand your business and get you “in” with a wider variety
of contractors.
We offer you more industry experience and in-depth knowledge to attract
contractors than anyone else. Our programs appeal to contractors’ precisely for
the insurance they want, and inspire new and repeat business.
Together, we’re more than a bit better, we’re a lot better.

E&O Charted
All E&O cases are far too complex to reduce to a series of lists in a chart, but this overview highlights the
key concepts upon which we should focus to understand E&O, prevent litigation if possible and deal with
issues when necessary. This chart points you toward the knowledge you need.
Tom Cooper
Pignato, Cooper,
Kolker &
Roberson, P.C.

COLUMNIST

A

n E&O insurer asked me recently to put together a random sampling of case studies in
which I discuss, in general terms, some of the common traits of litigated E&O claims.
After 15 years of representing Oklahoma agents in hundreds of cases, it was not
easy to choose just three.
In fact, those I discuss in the following chart do not necessarily represent the best

or worst.
Rather, they are some of the more recent cases, and they all involved significant settlements or,
at least, significant defense costs.
In the next article I will present a similar chart, but instead will discuss the common traits of cases
that had a happy ending. Until then, stay out of trouble.

Tough cases
got you
stumped?
We’ve got you covered.
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for helping you get tough life insurance cases underwritten. In fact, we’ve
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Avocation/Foreign Travel

At Taber Brokerage, we make doing business easy. Call us today to find out
how we can help you with the hard cases.

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10

POLICY Summer 2014

“We make
doing
business
easy.”

Case Study 1

Case Study 2

Case Study 3

Property/Casualty

Property/Casualty

Property/Casualty

Position of
person at agency

New Producer

CSR

CSR

Personal or
commercial lines

Commercial

Commercial

Commercial

Type of coverage

Employee dishonesty

Employee dishonesty

Employee dishonesty

Procedural or
knowledge-based
error

Both (see Summary of Claim,
below)

Procedural (see Summary of
Claim, below)

Both (see Summary of Claim,
below)

Line of
coverage

Claimant
Allegation

Settlement or
Trial

Description of
alleged error

Customer alleged that producer
should have known more about
how customer’s business
operated and should have
recommended purchasing
employee dishonesty coverage

Settlement
Producer promised, in his
introductory correspondence
to the customer, to be the
customer’s “personal risk
manager”

Do not promise, or otherwise
represent, that you will advise the
Tip to avoid claim customer or will serve as a “risk
manager.” Otherwise, producer
is taking on more than the law
requires.

Summary

Successful commercial agency
hired as a producer a person
who formerly served as a risk
manager for a large company.
No one bothered to tell the new
producer that, under normal
circumstances, producers do not
serve as risk managers. So, from
management’s position, error
was procedural (management
knew better). From new
producer’s position, error was
knowledge-based (he had not
yet learned the applicable, and
limited, standard of care).

Customer alleged that agency
should have followed up to
ensure that policy change
request regarding change to
named insured was properly
made
Trial against both insurer and
agency. Large verdict against
insurer. Nominal verdict
against agency.
Agency failed to catch error
by insurer relating to named
insured

Do not assume insurer is
going to properly process
endorsements or other
post-procurement activities.
And if there is a purported
procedure in place at the
agency for double-checking
endorsements, make certain
that the CSR doing the work is
properly trained.
Insured requested a minor
change to commercial auto
policy and sent policy change
request form to insurer.
Insurer not only made the
change that was requested,
but went a step further and
amended named insured
in a way that significantly
narrowed coverage. Agency
failed to catch the insurer’s
error, notwithstanding having
a procedure for checking
endorsements. Agency was
forced to admit in deposition
that insurer’s error was
obvious and should have been
noticed.

LEGAL

Non-customer alleged that
it relied to its detriment
on certificate of coverage
issued/created by agency
and sent to non-customer

Settlement
Agency issued erroneous
certificate of coverage to
non-customer pertaining to
coverage for certain mobile
equipment
Make certain CSRs
understand significance of
certificates of coverage,
as well as significance of
dealing directly with third
parties (non-customers), to
whom agency typically owes
no duty of care. Erroneous
information given to a
non-customer can create
exposure for the agency
where it otherwise would not
exist.
As courtesy to customer,
agency began dealing directly
with vendors of the customer,
who needed certificates of
coverage. One vendor was
rather pushy with the (new)
CSR, who issued a certificate
of coverage in favor of the
vendor without clearing
it with anyone else at the
agency. The certificate was
wrong (represented there
was coverage for certain
equipment when that was not
the case). Non-customer sued
agency after uncovered loss.

POLICY Summer 2014

11

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life jacket on?

The Big “I” Professional Liability Program
Prevent.
Our risk management

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Our superior coverage and

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Prosper.
When you know you have

the best E&O protection, you
can focus on growing your
most important asset–your
business.

The Big “I” and Swiss Re are jointly committed to providing IIABA members with leading
edge agency E&O products and services. The IIABA and its federation of 51 state
associations endorse Swiss Re’s comprehensive professional liability program.

Head to the Web
Our webinars and online courses in other formats are increasing in number to provide you continuing
education options that not only make it easier for you to meet the requirements but really teach you what
you need to know. The national pool of courses is increasing quality as well as quantity.

W

e have heard the demand: You want
specialized topics, and you want
them brought to you. You don’t want
to travel all over fighting traffic to get
your education.
Video webinars are the solution. We currently have 32
topics on our video webinar calendar, and that content will
grow to be more than 60 courses approved for CE by the
end of 2014. This calendar is growing not only in size, but
also in popularity.
Our impressive array of courses can all be taken in
the convenience of your office, thus saving time and
money and allowing you more time to focus on what you
do best: selling and supporting insurance. The network
through which these webinars are offered has grown to
include 36 participating Big “I” states that together
offer a wealth of industry experts for the speaker pool.
Members benefit greatly from the national platform
approach.
The set-up of the page offers viewers an engaging educational opportunity. Users receive live, streaming video
feed of the event, as well as useful Powerpoint presentations
and other supporting materials and real-time interactivity
with the network’s expert instructors. The network provides
simple e-commerce in addition to excellent customer
service and technical help-desk staff members who make
the course experience a breeze even for the Internet inexperienced. No testing is required.
In fact, the first thing I tell people about these courses is
there is no test. I wish I could shout that from the rooftop.
The system verifies your attendance with letters that pop up
on the screen throughout the presentation; you plug those
letters in at the conclusion of the program.
Some of the general topics we have on our calendar
include commercial lines, ethics, professional development, agency management, errors and omissions and
personal lines. These topics vary from basic courses
to advanced. Some of the specialty topics include data
privacy, certificates of insurance, building codes, business income, property leases, indemnity agreements
and many more.
This is by far the best place to go to get education on
the specialty topics you need to help your business.

Mentor and Guide
If one of the key roles of a mentor is to inspire the individual he is guiding to aspire, Dan Ramsey ranks as
a top level mentor. His trajectory from chairman of the Young Agents Committee to president/CEO of IIAO
offers not only a goal to head toward but, by his sterling example, a map to use on that journey.

â&#x20AC;&#x2122;m sure we all know someone in our professional world
whom we can always go to for advice and direction,
someone who, no matter how busy, always takes the
time to help. That is what you get with Dan Ramsey.
Early in his career, Dan served as chairman of the
Young Agents. When I first shook his hand, he was the
president/CEO of IIAO. For as long as Iâ&#x20AC;&#x2122;ve known him, he
has been a shaping influence on the independent insurance
industry in Oklahoma. As one of his most important contributions, he is the driving force behind the political push
for the independent agent and the customers we represent.
Dan always has a smile on his face and seems to know
practically everyone in every room. On my first trip to the
Legislative Conference in Washington, D.C., I felt a bit
overwhelmed. We were there to meet all of the Oklahoma
congressmen so that we could discuss the issues related
pageto ad:Layout
1 let
7/24/2009
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Page 1
insurance and
them know11:14
our views
what we

needed them to fight for.
I was in a bit of a panic because Iâ&#x20AC;&#x2122;d never been to the
national capital, let alone voiced my opinions on our issues to someone who could make a difference. Dan made
that look like a walk in the park. He had all the issues at
hand, ready for me â&#x20AC;&#x201D; and anyone else who wanted to show
support. He walked into every office with confidence and
proceeded to discuss and explain what mattered to us with
a high degree of professionalism. In about five minutes we
â&#x20AC;&#x201D; and by that I mean Danâ&#x20AC;&#x201D; were discussing the issues
important to us and letting the congressman know why they
were important and explaining what we wanted from him.
We â&#x20AC;&#x201D; and, again, by that I mean Dan â&#x20AC;&#x201D; would chat for a
bit, get a laugh or two and then, as comfortable as if heâ&#x20AC;&#x2122;d
grown up with each of these congressman, Dan would ask
for his support on our issues and thank him for all he did
for us. When we shook hands as we headed out, we left

An avid, talented golfer, Dan Ramsey (far right), is shown here with fellow golfers Bill Frampton, Bill Scheunemann and Jeff
Westphalen. Ramsey often played a round in support of the Young Agents Tournament. This photograph is from the 2010 event.

feeling as though we were leaving friends. What had I been
worried about? We had Ramsey.
The man who started as chairman of Young Agents and
ended as president/CEO of IIAO has been a blessing for
the insurance industry in too many ways to list. I’m proud
to
sayxthat
I’ve worked with him and learned from him, and
7.5
4.625
I know I will continue to seek his advice and leadership
jgs_brightfuture_7.4x4.625v1
as long as he allows me to do so.
June
2011
Dan has
always supported the Young Agents in all ways,
but he has been especially invested in and present at our

annual golf tournament year after year. We hope this year
is no different: In fact, we expect to see Dan at Coffee
Creek in October.
If you have not been to our Young Agents golf tournament, I suggest you sign up this year. The tournament is
a great event at which you will meet many people in the
industry. And you can take that opportunity to tell Dan
thanks for all he has done, not just for IIAO, the Big “I”
and the Young Agents, but for the independent insurance
industry as a whole.

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talent to perpetuate the Independent Agency System as well
as provide young agents a competitive advantage.
Bob Sullivan
Chad Patzke
Chris Webb
Clayton Howell
Cody McNeil
Daren Wilson
Jason Blair
Jarred Lowery
John Rogers
Kelly James
Kreta Powell
Lena Sullivan
Lindsay Neal
Michael Towe
Rocky Moore
Russell Hollingsworth
Vaughn Graham Jr.

ody McNeill has been with The Insurance
Agency of Mid-America, which his father,
Mike McNeill, started in 1984, for nine years.
The agency handles all insurance needs, both
personal and commercial but focuses on service in the construction industry and contractor bonds. Of
its commercial lines, 80 percent are construction driven. It
bonds and insures more than $450 million in construction
projects annually. McNeill lives with his wife, Kelly, and
their two sons in Edmond.

KJW

As the latest in our list of young agents
Union Standard selects as representing the best, what do you see as your strengths?
Let’s jump right in. What’s most impressive about
you, Cody?
Impressive about me? I don’t know exactly how to answer that. I am good at
what I do, I think. But I can’t take all the credit for that. I’m
blessed with having a good, strong group of people around
me and with coming from a family with insurance in its
blood. Dad became a surety bond underwriter immediately
after he graduated, and he started the agency in 1984. I had
the best role model possible. I try to really appreciate the
money my customers are spending. We’re not the cheapest,
and I don’t want to be, but I have a healthy respect for the
cost to the client, whether he or she is spending $1,000
or $100,000. I want to offer good value for those dollars. I
also understand the company point of view: Everyone is in
business to make money. I think I’m pretty good at having
the difficult conversations with clients. Sometimes, you
have to say, “You don’t qualify financially.” Getting the
contactor and bond company on the same page is often
an exciting challenge. But sometimes it’s how you frame
things. I’m pretty good at that, I think.

about that same time, I felt I had
gone just about as far as I could go
where I was. I was traveling all the
time, and that had gotten old. We
decided the time was right, and I
just skipped the company beginning and came into the agency in
2005. But there was never any pressure. Dad has always
been an advocate of my having my own career path. I’m
38, and dad is 65, so we talk about continuity plans, of
course. He loves what he does and wants to do it as long
as possible. He talks about the days when he was an underwriter and saw the agency principals without a role but
kind of hidden in the corner. He says he doesn’t want that
to happen. He wants a purposeful transition path, but he
still loves what he does.

CMcN

KJW
CMcN

KJW
CMcN

KJW
CMcN

Was an insurance career preordained
for you, given the family history?
Yes, but I didn’t go to work immediately
in the agency. We had always talked
about the plan as my starting on the company side for training. My degree was in finance, and I got a very good offer
from a consulting firm that promised a lot of travel both in
the U.S. and internationally. Dad and I agreed I should do
that for a year and then shift into the plan. In the blink of
an eye, one year had turned into five. Dad turned 55, and

And you love what you do, as well,
I’m assuming?
I do. I spend most of my time on bonds,
and that’s an interesting field I’m good
at. Our focus is construction, and it takes a lot of work to
keep your arms around what your client is doing. It’s a
seven-day-a-week job, but I can’t think of a better career.
My wife and I joke around about what we would do if we
won the lottery, and I honestly think I would continue doing what I do. I love the insurance side as well. Day one,
dad asked me which I wanted to focus on first. I knew my
way around a financial statement, so I went with bonds.
Now, I really enjoy the complexity of the insurance side. I
became a coverage nerd. I really enjoy reading the policies
and trying to understand all of what they are. I like that
constant challenge to learn more and know more and be
better at what I do.

so exciting?

Why is it such a tough sell to get
young people into a career you find

That’s frustrating. We don’t do a good
job of advertising and promoting, I
guess. I think a lot of college students have the stereotypes
about the high-pressure sales type of guy. The industry
doesn’t do a good job of explaining how much more than
sales this profession entails and the many different types of
jobs within the industry. I graduated from OSU, and none
Continued on Page 18
POLICY Summer 2014

17

Continued from Page 17
of my advisers ever said, “Have you ever considered a career in
insurance?” We’ve hired four agents under 40 in the last four years,
and three of them are just at 30. They’re all having a lot of success.

KJW
CMcN

Are there any drawbacks of the profession?

I don’t see it as a drawback, but balancing work
and family is a challenge. Contractors really do
work 24/7. They aren’t caught up with paperwork until 8 p.m., so
I can easily get cell phone calls at that time. And my wife, Kelly,
is a stay-at-home mom. She talks to a 2-year-old, Barrett, and a
6-year-old, Hayes, all day. She wants adult conversation, and I want
silence. We negotiate that, and I try to get Kelly involved in my world.
She knows my clients and attends activities in both insurance and
construction. Understanding my clients and colleagues as friends
helps her accommodate the sometimes late night or weekend calls.

KJW
CMcN

Are you active in IIAO?

I’m on the IIAO Service Corporation Board of
Directors, and I’m involved in a couple construction organizations. I’m a big believer in the importance of giving back
to your industry. My grandfather was in oil field construction, and,
as I said, dad has always been in insurance. Everything I have in
life is from insurance and construction, and I am grateful for that.

KJW
CMcN

What kinds of changes have you seen in the
industry since you began in it?
When I first started, I thought I would never
text with a client. Never. But now my clients are
communicating more and more via text. That raises some interesting

questions about documentation and record keeping. I prefer phone
calls to listen to the tone of voice and understand context better.
Even email can easily lead to a potential miscommunication. And
the other aspect of the newer communication technologies is the
expectation of instantaneous response. Hourly and daily turnarounds
are the expectations now. Technology is great, and I’d put myself in
the early adopter category, but it’s a love/hate thing.

KJW
CMcN

Given your focus on construction and the reality of the insurance industry, you must work
in a pretty male-dominated world.
That’s changing slowly, but it is changing.
Construction might really be ahead in that area.
I represent several women-owned businesses. One of my largest
company clients is a woman who owns 100 percent of the company.
And I’m seeing more women as construction managers. Denise as
IIAO’s first woman CEO is a great step. Younger women can see
the role model more easily and, maybe, think about this profession.

KJW
CMcN

Any final words?

Yes, of gratitude. I have good relationships with
lots of carriers, and I’m grateful to them for all
they do. I’m especially grateful to Union Standard and the Heavy
Hitter Program. The size of the investment into a new generation of
producers is impressive. Union Standard is focusing on developing
the individual. And I also owe gratitude to those account managers
and CSRs who often go underappreciated. I’ve learned so much
from both younger and older agents, and Dan Ramsey has always
gone out of his way to guide me. I wish him the best of luck in his
retirement.

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Shining Example
The chorus of admirers singing Dan Ramsey’s praises as he moves on to the next stage of his life is loud
and clear; I add my voice to that harmonious blend. Dan’s success as president/CEO is the model I follow.
I will bring my own style and approach to the position, of course, but those are shaped in part by Dan.
Denise Johnson
CIC
ECI Insurance
Piedmont
STATE DIRECTOR

I

heard a saying once asserting that “all great things are
preceded by chaos.” I completely understand what
the wise man or woman who said that meant. My head
is spinning as I realize I am writing my last article
as your state director and heading into a new phase
of my life. My perspective is now different — I see the
importance of our association in a very different way than
ever before. All the national-level projects I’ve worked
on as state director are just as important and vital, but
IIAO is now my focus.
Project CAP is growing weekly. Forty states are up
and running with the comparative rating program. We
are also adding companies that want to be part of the
grand marketing program. By the end of April more than
100,000 individuals had visited trustedchoice.com, the
ninth record-breaking month in a row. Currently we have
almost 50 of our own members signed up. The only way

for this to work is to have our members become a part. It
is by sheer numbers that we will continue to grow. If you
haven’t done so, go to trustedchoice.com and look around.
It’s a wonderful way to grow your business.
InVest will be a new shining star in our association by
creating opportunities for insurance education, a job base
for graduates and a job bank for our members. Our greatest
difficulty is attracting new talent to our industry, which is a
shame since we have so much to offer. We need to spread
the word. The benefit to our members is that we can draw
in enthusiastic and educated young people to perpetuate
our industry. It’s a win/win for all.
In April I attended the IIABA Legislative Conference in
Washington, D.C. I always consider this a highlight of my
year because it is so much of what we do. Over the years, I
have watched our members develop relationships with our
legislators. To them, we are the experts, and they rely on

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sible to say enough nice
things about him. He’s
a great leader, mentor,
philosopher, friend, man
of the people and politician of the highest order.
Conversations with him
are always thought proDenise Johnson, incoming IIAO president/CEO, and Dan Ramsey, retiring from that position,
voking. Above all, howtake time out with Donna Baker (far right) and Debbie Morrison (far left) during the 2009 grand
ever, Dan is a man of
opening of the new IIAO building.
character. His behavior as
CEO has gone way beyond
our knowledge of our products to make qualified decisions.
acting
as
the
boss.
His
love
of
our
association and industry
This year our issues did not seem as pressing as in years
has
been
a
great
inspiration
to
many
of us who are now
past; however, we were able to have conversations about
leaders.
Dan
made
my
job
as
state
director
easy; he always
TRIA, agent licensing and the importance of small business
had
an
answer,
brought
cohesiveness
to
our
board and led
taxation. Our Oklahoma legislators have always welcomed
with
assurance.
Going
forward,
I
know
we
can
build safely
us into their offices. I see our relationships continuing to
and
successfully
upon
the
foundation
he
has
built
grow in the coming years.
Since I know I can’t fill his shoes, I guess I’ll just buy
Honestly, even with my realization that I am about
new
ones.
to become president/CEO of IIAO, I can’t imagine our
#staypatientandtrustyourjourney
association without Dan Ramsey at the helm. It’s impos-

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21

OID UPDATE

The End of an Era
Dan Ramsey leaves IIAO a much more successful and relevant organization than it was before he became
its leader. His leadership in both the association and the insurance industry it serves has contributed
significantly in areas of legislation, education and communication of its message to all stakeholders.
John Doak

OKLAHOMA
INSURANCE
COMMISSIONER

W

e are reaching the end
of an era,
one that has
seen amazing growth and opportunity thanks
to the work of IIAO President/CEO
Dan Ramsey. While we are sad to
see him go, we are deeply thankful
for his many contributions to the
Oklahoma insurance industry.
When it comes to advocating
for consumer protections, the
Oklahoma Insurance Department
has found a like-minded organization in the Independent Insurance

IIAO President/CEO Dan Ramsey speaks to participants during Hypopanty. Ramsey made
a practice of stopping by each booth to welcome each vendor. The annual conference
will be one of Ramsey’s lasting achievements.

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Agents of Oklahoma because of Dan’s leadership. He
has guided and encouraged members of IIAO to become the Trusted Choice of the consumer, a resource
that would work in the consumers’ best interests to
protect their families and their assets. Dan has always believed in the idea that a community of agents
could best serve the insurance needs of individuals
and businesses throughout Oklahoma. His strong
and outspoken advocacy of the independent agent
was never more evident than when he joined forces
with the OID in clearly defining and sustaining the
role of licensed agents under the health care reform
implementation. He leaves behind a proud tradition
of delivering on IIAO’s value proposition of caring
for consumers by promoting agent professionalism
and education.
Hypopanty is another lasting legacy. The annual
conference brings together independent agency
owners, producers and other stakeholders to give
them a chance to meet, share their expertise and improve industry standards. By attending Hypopanty,
independent agents are better educated and better
prepared to help consumers.
In addition to his work with the association, I
am also grateful to Dan for his work as executive
director of the Oklahoma Market Assistance Program
and plan manager of the Oklahoma Automobile
Insurance Plan. Through Dan’s hard work and dedication, Oklahomans in difficult circumstances have
been able to purchase the home and auto insurance
they desperately need.
What many people may not know about Dan is
that he is always thinking of others first. Be it the
consumer or the agents he leads, he proactively
addresses issues and surmounts obstacles, many
times before anyone else knows they’re even there.
Because of that dedication, the consumer is better
served and the agent is able to do his or her job
more effectively.
Dan has been an amazing leader, mentor and industry trailblazer. His countless efforts over the last
16 years have been instrumental to the independent
agency system. Dan has dedicated his life to serving
others, and he is a true Oklahoma legend. I wish him
the happiest of retirements.

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POLICY Summer 2014

23

NEWSMAKERS

Challenge Cup winner 2013

The player of the year honor goes,
once again, to Larry Johnson, Universal
Insurance, who shot an amazing one-overpar 73 (net 65) to win the Challenge Cup for
the third time.
Dan Ramsey finished in second place
with a net score of 70 (85-15).
“I know I speak for all our members when
I congratulate Larry for a pretty impressive
threepeat,” IIAO President/CEO Ramsey
said. “It’s always nice to win, but when you’re
beaten by someone at his level, it doesn’t
sting quite so much.”
The tour championship for 2013 was
held at Twin Hills Country Club April 15,
later than planned because of another rain
delay. Eleven of the top 12 point leaders for
the year participated in what turned out to
be a splendid weather day.

24

POLICY Summer 2014

Dan Ramsey, right, presents the Challenge Cup 2013 trophy to Larry Johnson,
Universal Insurance Agency, Edmond. This is the third time Larry has won
the series.

NEWSMAKERS

Bernie Zalaznik retires from EMC in Kansas; Akin steps in

Bernie Zalaznik began working for EMC Insurance 27 years ago.
Under his leadership, as vice president and branch manager, the
Wichita branch became EMC’s largest in the country. Zalaznik
retired from the company Dec. 31, 2013, passing the torch to the
company’s new vice president and branch manager, Michael Akin.
Akin, who has worked in underwriting, marketing and management
with other insurance companies, is new to EMC and new to Kansas.
“IIAO wishes Bernie all the best during his retirement and sends a
warm welcome to Michael,” IIAO President/CEO Dan Ramsey said.

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POLICY S
ummer 2014

25

NEWSMAKERS
Allen Bumgardner, with the Universal Insurance Agency in
Edmond, and his wife, Sharon, recently celebrated their 50th
wedding anniversary. Both attended the University of Oklahoma,
where Allen played football until injuring his knee as a junior. Allen
and Sharon married in 1964 when he was a junior and she was
a sophomore. After Allen’s graduation, they lived in New York,
Chicago and San Francisco before returning to Oklahoma. The
Bumgardners have two children, Bart and Nichole.

IIABA / Trusted Choice has chosen Make-A-Wish as its national charity. The Trusted
Choice Independent Insurance Agents of Oklahoma has participated in events the past
two years to help raise money for Make-A-Wish. This year, it fielded a team of Gregg
Jones (pictured, at left), Pat Mandeville (pictured, at right) Kirk Bailey and Rob Hess
to play in an event at the Golf Club of Oklahoma in Tulsa. Also in the photograph is
Katie Goss, an ambassador for Make-A-Wish who was granted her wish to visit Hawaii
two years ago.
“It is very heartwarming to know that independent insurance agents are helping wishes
come true for young people who are facing serious life and health issues on a daily
basis,” IIAO President/CEO Dan Ramsey said.

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NEWSMAKERS
IIAO Chairman David Eaton,
owner of Advantage Insurance
Group, El Reno, presents a
plaque to David Dutton, vice
president and commercial
lines producer with INSURICA
in Oklahoma City, in appreciation of his four years of service
on the IIAO Service Corporation Board.

IN BRIEF
Download the Independent Agent magazine iPad app
Members can download the IA magazine app from the iTunes
store. Find it by searching for any variation of “IA magazine.”
The tablet version offers several extra features not available in
the print edition. You will find live links to related resources
throughout each issue.
Take advantage of new DocuSign materials
Trusted Choice members have access to DocuSign, an electronic signature program designed to help agencies be more
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Announcements/Advice/Alerts

vice and helps reduce E&O exposure. Find information on
this program at iiaba.com under non-insurance programs. You
can access a tutorial video on the DocuSign YouTube channel. Call DocuSign support with any questions or concerns
at 866.219.4318.
IIAO on social media
IIAO is using social media as another means of communication with our members. Remember to like us on Facebook
and follow us on Google+, LinkedIn and Twitter. Then let us
know what social media sites your agency is on so we can
follow you. Email Susie Current at susie@iiaok.com or call
405.840.4426 to let her know what social media sites we
will find you on.

In your final Extra column, you focus
on the highlights of your more than
16 years leading the association. Among them are
some important achievements in terms of the building, the financial security of the association, legislative gains, etc. Who are those you would point to
as the human highlights in your career, people who
have helped shape you most profoundly?
Many people have influenced and shaped me in
many ways, of course. I talk in my column about
the staff and some others, but I would name four men who
became part of my life before I took this position as central
to my professional, and to a great degree, personal development. Ben Claiborne first asked me to be on the IIAO board,
so he started me on the path to association leadership. Ben
was a leader of the deepest integrity, and he carried himself
with dignity and grace. He was an Altus agent when the
then-director of the association ran off with all the money.
Ben stepped in and worked hard to get the association back
on solid footing. Charlie Simone was another dear friend
and superb leader. He was funny and honest and, perhaps,
the most genuine man I have ever known. Dick Teubner is

DR

30

POLICY Summer 2014

revered for his talent and his forward thinking. He has a
brilliant mind. And, finally, Courtney Wood, the smartest
person about insurance any of us could or will ever know.
His knowledge was encyclopedic, and his understanding
was deep. Those were the top four in forming my bond
with this organization. They were my role models, and they
continue to represent all that is the finest in our profession
and beyond.

KJW
DR

Personal relationships within the professional context have always been at
the top of your value list, haven’t they?
Yes. And I see so much demand for and pressure
on sales and productivity in the world today —
and not just in insurance — that we might be in danger of
losing the opportunities to forge those human connections.
We seemed in the beginnings of my career to have more
time to relate and talk and spend time in the moment we
were in. Now, we’re talking on the phone, texting and sitting
together all at the same time. One of my hopes for young
agents starting to build their careers is that they get to
Continued on Page 32

POLICY Summer 2014

31

salute to dan ramsey

Continued from Page 30
that place of knowing how important it is to focus energy
and attention on creating those relationships. I know the
workplace culture and the industry are changing, and
many good new elements are emerging. But I also know
the value of those relationships to me, and I wish them for
those who are following us and taking the association and
industry into the future.

From the staff
Dan, we want to thank you for the years you have been our boss and for each
and every way you have allowed us to put our individual strengths to the best use
for the association. You have made this office a great place to work by encouraging us to continue learning by attending classes, seminars and conferences.
Your leadership contributed to professional growth for each of us, building
our confidence so that we could become integral parts of the association. You
have encouraged us, commended us and always remembered to celebrate our
special days. We are going to miss you greatly, but we want you to know that
your leadership these past 16 years means that you are leaving us confident
that we are capable of continuing to do our very best for the association.

Thanks for being such a wonderful boss.
Cindy, Malinda, Lyra, Susie, Cathy and Candy

You have spoken often about the
challenge of keeping IIAO relevant
to its existing members, of engaging members in
association work and of attracting new members.
Do you see Denise’s primary challenge as the new
president/CEO as figuring that out?
Absolutely I do. We’ve talked about this issue
at every board meeting for several years. It’s a
challenge when you realize we have agencies of three
people and agencies of 150 people. The differences in
the past were not as great. Today, some agencies are so
big they conclude they don’t need to strive to stay a part
of the larger network of independent agents we represent.
They feel they don’t really need us anymore. Some agencies think they are too small for us, with not enough time
to get involved and with different challenges from those
larger agencies face. We have to develop a message that
explains we are, indeed, relevant to the wide range. And
then we’ve got to back that up with services that support
our claim. In addition, we have to get through the communication clutter to share that message. It’s funny that
at the same time our communication reach has grown so
much through technology that we’re also falling back on
mailed postcards. Figuring out what we need to provide,
determining that effective message and then finding the
right means of communicating it to various generations,
agency sizes, communication preferences, needs and focuses, etc., is the multifaceted challenge Denise and her
team will have to meet.

DR

KJW

I think it’s important to realize that in
what you’ve just said is a key truth:
You and your four friends and colleagues were all
about the same type of person and in agencies of
about the same size. In other words, there wasn’t a
lot of difference or otherness to cope with.
That’s correct. We were all in mom-and-pop
agencies. All the consolidations and mergers are
creating an increasingly wide range in agency size. And
while we are still primarily white and male, that’s beginning to change, too. And we have to become more engaged

with diversity so that the industry and association reflect
the communities we serve. That’s why Denise is such a
good choice as my successor. She’s strong and filled with
good ideas. When I took this job, maybe one or two states
had women leaders. Now, that number is 17 or 18. The
percentage of women and minorities is still small in the
profession. We have to become more diverse to serve the
larger community appropriately and well. Principals in
agencies will have to commit to that idea, too.

KJW
DR

I notice that the word “community”
seems to be coming up frequently. Is
that a conscious choice?
Yes, it is. In fact, that has become part of our
re-branding. We are a community of agents, not
just an association. We are more than an association. We
have a wonderful new video I hope everyone watches that
introduces that idea. To give credit where it is due, I saw the
Iowa association’s use of the community idea and decided
we could build our own concept around it because that
really is what we strive to be: a coherent group working
together for a common cause. When I first became involved
with IIAO, it seemed possible to be both a competitor and a
dedicated member of the larger insurance community. That
seems harder today even inside our boardroom. We’re part
of a nationwide community with 27,000 members, twice
as many as State Farm or Farmers. When we look at the
larger footprint IIABA represents, we dominate the field.
But the key is that we are a community.

KJW

Given what I know of you and what
you’ve said today, I can’t imagine you
want to disconnect from this community. What are
your retirement plans?
I want to stay engaged with agencies but obviously
on a more limited basis. Several agencies have
offered me the opportunity for consulting work a few days a
week, and that excites me. As long as my health continues,
I will continue to enjoy working. The bittersweet aspect of
my retirement from IIAO is that I know it’s the right time
and the right choice, but I am not ready to withdraw. I told
the board three years ago that it would be time at this point
for new leadership, time for someone who could take IIAO
into the future. I think that was the right call. It has been
a smooth and positive transition so far. I still think I have
value, however, and something left to give. Some of those
agencies that grew up in my environment and are small,
as I was, can learn from what I’ve learned. I can do a lot
Continued on Page 34

DR

May 1983: Dan (left) being sworn in as board member for the first time with Del Cooper,
Jerry Russell and Bill Dobbs.

Financial status in 1998
When Dan became the IIAO then-president, now CEO, in September 1998, we
were in deep financial trouble. Our prior executive had suddenly left to take
another position, and we found that the state of things was not as it had been
presented. We found, instead, bank accounts not reconciled for months, checks
uncashed and bills unpaid. So, all in all, a mess. The board had been receiving
audited statements from a national CPA firm with favorable opinion letters
for years, but it turned out that they had not audited anything but had simply
churned out the letters. We were having a near-death experience and didn’t
know it. So Dan and the board went to work. Dan hired new staff and brought
in a local CPA. More importantly, he brought his own integrity to the process.
Staff and members got involved, and, under Dan’s leadership, IIAO is in a very
strong financial position today. During his tenure, the IIAO net worth has gone
from $350,000 in 1999 to nearly $2.8 million today.
Dan would never claim all the credit for this. He’s had a great staff and strong
boards and some good luck here and there. Aubrey McClendon and Chesapeake
even pitched in, buying our old building on 50th Street for twice its appraised
value. But Dan’s unwavering integrity has been the guiding principle for the way
we do things and that, ultimately, has brought us to this point.
Bill Livermon, Vice-President
INSURICA, Oklahoma City
IIAO Past President/Chairman 2005-2006

POLICY Summer 2014

33

salute to dan ramsey

Continued from Page 33
from home and make some in-agency visits. I’m excited
about it. I know I’ll enjoy it.

KJW
DR

Does Marilyn have a list of to-dos
for you? Are you looking forward to
leisure-time activities or hobbies of any sort?
Marilyn’s had that list since 1967, and I think I’ve
crossed off tasks down to No. 5. I need to review
it. I’m sure it’s grown dramatically. I love to play golf, but I
won’t be on the course every day. Maybe once a week or so
and probably more for the fellowship and interaction than
the game. I’ll read more, I’ sure. And I’ll fish. I enjoy the
solitary nature of that activity. Of course, I’ll have more time
with Marilyn, the children and the grandkids. We’ve put
off travel for what seems a pretty long while. I think we’ll
do some of that. I’m excited about all the possibilities and
just a bit anxious. I’ve prepared us for a good retirement.
I just am not ready to leave the industry I love and have
invested so much of my life in.

Dan with his family in 2013. Front, daughter-in-law Natalie, Addison, Jackson, Dan,
Emersyn, Brett; back, son Jason, wife Marilyn, son-in-law Joey, and daughter Michelle.
2013 may not have been Dan’s most difficult year as president of IIAO, but it
certainly will be one he won’t forget. SB 1062 Oklahoma Workers’ Compensation Reform turned out to be the most contentious and polarizing legislation
affecting our association in the last 25 years. Under Dan’s guidance, the IIAO
executive committee endorsed this controversial legislation, believing it served
the public’s best interest. The personal attacks, false accusations and divisiveness that followed were offset by calls of member support, factual clarification
and cohesiveness of the leadership team. Although initial indicators are positive, history will judge the 2013 workers’ comp legislation’s effectiveness of
reducing rates and spurring economic development. One thing is certain: Dan’s
humble servant leadership style has led this association effectively for the last
16 years. His willingness to take controversial issues head-on with integrity
and unwavering principals has earned him a most desired good name. Dan has
served us well. It is with great affection and honor that I say “Well done, Dan.”

You know, I have only one significant, specific
thing I wish could have been different. We weren’t
perfect. We’ve made many mistakes, I’m sure, but we’ve
rebounded and moved on. My only real regret is that Susan
didn’t have the opportunity to serve in this position. That
she is not with IIAO anymore is difficult for me. This isn’t
anything about Denise. I know she will do a wonderful job.
I think Susan was the right person with the right talents and
abilities. We worked so closely together for so many years
preparing her for that role. Obviously, what happened was
beyond everyone’s control, and I know she’s happy where
she is now, which is very important to me. But I do wish
that could have happened.

KJW
DR

Life doesn’t always cooperate with
our plans, for sure. Other than that,
though, pretty smooth sailing?
Except for that first year. That first year was a
challenge of the highest order. I thought, “My
gosh, what have I gotten myself into? Can I get back into
the Legislature?” more than once. When I first got here,
frankly, it was a mess. And no one really knew how bad it
was until I started digging around. We were broke and didn’t
Continued on Page 36

salute to dan ramsey

memories
S

ome thirty-five years ago a group of Oklahoma young agents decided
to put together its own organization and have its first young agents’
meeting. Members of that group asked my partner, Jack Mandeville, and
me to do a two-day seminar for them. As I remember, we held the meeting at the lodge of one of our lakes; memory lets me down on which one.
I think we all agreed that the meeting was a big success. What struck me,
though, was meeting and getting to know two particular young agents whom
I felt would be future leaders for our association. From that point on I kept
my eye on them and tried to do a little behind-the-scenes work whenever I
could to make sure they moved forward in the state association. They didn’t
let me down, and both became outstanding presidents. Their service didn’t
end there. Bobby Bramlett continued to move forward through our national
association to serve as IIABA chairman last year.
Dan Ramsey, the real focus of this piece, took a different leadership role by
selling his agency to seek election to the state house of representatives. The
good people of Grady County knew a good thing when they saw it and made
him their first Republican representative since statehood. All was going well
until our association suddenly needed a new, strong, professional leader. The
choice was obvious, but some persuasion was in order. Finally, Dan agreed
to accept the position as our leader. Nothing could have pleased me more.
He went to work and soon returned our association to the level of success
and effectiveness we had known with Ben Claiborne and Charley Simone.
We, the association, were fortunate enough to get the perfect man when
we badly need him. We owe our heartfelt thanks to Dan for all he has done
for our association and for the insurance industry in Oklahoma.
Dick Teubner, Owner (Retired)
Rich & Cartmill, Tulsa
IIAO Past President/Chairman 1970-1971

T

houghts of Dan lead to memories of all of the years we have spent together doing association work. For at least 23 of those years, we have
traveled together to the Legislative Conference in Washington, D.C. As the
person in charge of arranging meetings with congressmen and planning
the meals for all the Oklahomans, Dan has made every trip memorable.
Any member who has attended will tell you that everything went according
to schedule and that fun was had by all. It’s hard to organize 25 people for
three days, but Dan always succeeded and made everyone feel relaxed.
In addition to our work together on association programs, Dan is also a
very close friend of Margie’s and mine. He and Marilyn have visited us twice
in our home in New Mexico, and we always look forward to their visits, as
they are the perfect guests and fun to be around. Dan has a contagious
laugh that makes everyone smile immediately.

In the Navy

I would also like to mention that since Dan has been CEO of IIAO, the financial
picture has improved significantly. His leadership qualities are outstanding;
he governs firmly but pleasantly.
Good luck in the future, Dan and Marilyn; it has been an honor to be both
your colleague and your friend.
Your humble servant,
Kent Carlin
Independent Insurance Agents of Oklahoma City, Secretary/Treasurer
Cole Paine & Carlin, Owner (Retired), Oklahoma City
IIAO Past President/Chairman 1988-1989

D

an Ramsey: agent, agency owner, board member, officer, Navy captain, state representative, lobbyist, IIAO president/CEO. During my
career, dating back to 1976, I have known Dan in all of those roles. When
Bob Bramlett and I were in the chairs, the IIAO executive position became
open. The first person we thought of was Dan. But Dan had to finish his
term as a state representative before he would come over. So we set up
Courtney Wood to fill the interim position until Dan was available.
Dan made an immediate impact on IIAO and on me personally. I never saw
any man so organized and task oriented. Working with Dan, I learned a
great deal. And as the years passed, Dan’s influence actually improved my
organizational skills, although my desk continues to be somewhat sloppy.
Dan always has a smile, is ready for a good laugh and exhibits a good nature.
He is always on task, and he always delivers. I admire him for those qualities
and will continue to hold him up as a role model as I continue to strive for
improvement in all those areas.
Michael Loftis, CEO
Loftis & Wetzel Corporation
IIAO Past President/Chairman 1999-2000
POLICY Summer 2014

35

salute to dan ramsey

My year-and-a-half as president of IIAO began with a phone call on the day before the first workday of 1998. The call was from IIAO Executive Bruce Coates,
who informed me he was resigning to go to work for our association’s E&O
carrier, Employers Re (now Swiss Re). We launched a national search, but the
applicants were not the quality our team felt we needed to return IIAO to the
financial position in which we needed to be.
Dan Ramsey was serving as a state representative after a long, successful
career as a fellow agent and past president of our association. We attempted
to get Dan to apply but had no luck. Courtney Wood volunteered a couple of
days per week to help run the association office, and my charge to Courtney
and myself was to convince Dan he was needed much more to run IIAO than to
continue in the Legislature.
Long story, short, Dan called me, we met and made a deal for him to become
our CEO. The rest is history. Dan and his team completely turned IIAO around,
and now, 16 years later, we are among the most fiscally sound and best-run
state associations in the country. I and all association members owe much to
Dan Ramsey for his service to IIAO.
Bob Bramlett
President/CEO
The Bramlett Agency, Ardmore
IIABA National Chairman 2012-2013
IIAO Past President/Chairman 1998-1999

History
As an original member of the Young Agents Committee circa 1973, I had the
pleasure to associate with many who went on to leadership roles in IIAO. A quick
and unofficial count would say of that early group, six went on to be president
of IIAO, one was national chairman this past year and one will be national chairman, I believe, in 2017. Dan was one of the six and, as we all know, he went on
to be the president/CEO of IIAO beginning in 1998. He and Marilyn became
our good friends in the mid ’70s and remain so today. We have watched our
children grow up together. I remember early YAC meetings at Fountainhead
Lodge at Lake Eufaula. At one of our meetings, our speakers were Jack Mandeville and Dick Teubner, two icons in our industry and amazing mentors to the
young agents who were fortunate enough to attend. Dan went on to be YAC
chairman and, ultimately, made his way to the president/CEO position. Dan
was and is a gentleman of the highest integrity. He was and is a person who is
hard working, loyal and dependable. He is the kind of man you would like for your
sons to emulate. Through many of these years, Dan and I have had OSU season
football tickets a few rows apart. Needless to say, we have celebrated together
and, unfortunately, commiserated far too much. And it all started with us as
Young Agents trying to learn this wonderful industry and put ourselves in the
company of those who could help one another.
Gerald W. Keeton, Agent/Owner
Cole Paine & Carlin, Oklahoma City
IIAO Past President/Chairman 2001-2002

36

POLICY Summer 2014

Continued from Page 34
know it. I discovered faulty audits from a national CPA
firm. I opened the mail one day early on to discover that
our largest revenue source, about $125,000 per year, was
going away. I wasn’t sure not only of how we would rebuild,
but even of how we would get through the next day. Cindy,
Malinda and Susan were with me through those difficult
days. To come from what we were then to what we are today
is pretty impressive, and I’m proud of our achievements.

KJW
DR

You’re had some committed and
talented staff members supporting

you, I know.
I love the people in this office. They have been
women, for the most part, and they are all like my
daughters. They have been so good at what they do and so
loyal. In addition, we’ve had incredible, diverse volunteer
leadership. No matter what their beliefs, they have worked
together and sought common goals. I can’t name them all,
of course. They’ve given and given and given. This job is
so much fun because every year there’s a new boss as board
leader and that’s good. The long-term goals stay the same,
but those new leaders create a different approach and a
framing of things in a different way

KJW

Are there things you wish for the future of the association and industry?
Some final vision of an ideal future you want to
communicate?
Everything I value isn’t going to continue to be
relevant, I know, but I hope for some things I
think really matter. For example, I want designations to
stay important. The CPCU is, for me, the pinnacle of designations for insurance agents. When I talked to a CPCU
group the other day, no young agents were there. The CIC
is a great program that provides a firm foundation, but the
CPCU goes to a depth that the profession needs its practitioners to have. Only one agent was in the group; the rest
were from companies. They know those credentials will
help them move up the ladder. In an agency, it doesn’t
seem to have the same kind of pay-off to entice the commitment to the challenge of earning that designation. The
designations are important, not to the consumer, but to
the agent in terms of challenging the self and keeping on
top of the profession. Mandated CE doesn’t cover enough.
Online doesn’t provide the same depth of knowledge as the
classroom, and you miss the connections you forge there.
Also, in the past, people who were managers of agencies
participated in conferences and other events because they
could write them off. They can’t do that as much anymore.
I want for the agents of today and tomorrow to feel they
belong to this community and want to participate in it. I
want members to want to volunteer and for their bosses to
Continued on Page 38

DR

salute to dan ramsey

memories
T

ime sure sails by, at least in our joint estimation. To us, it is impossible to
believe Dan has been president and chief executive officer of IIAO for 16
years. It seems like only yesterday that Dan served as a member of the House
of Representatives while we were respectively a very young lobbyist and a notas-young gubernatorial press secretary. Both of us had the privilege of getting
to know Dan during his time in the Legislature and came to respect him for his
dedication to improving Oklahoma, his dedication to his constituents and the
professional manner in which he conducted himself. Some things never change,
as Dan has continued to hold himself to the highest ethical standards during
his tenure at IIAO. And the members of IIAO are better off for that. Dan has led
the association to new heights, not only by increasing membership, but also by
offering a wide variety of innovative member programs and continuing education
opportunities. He has been the most respected and revered insurance industry
advocate at the state Capitol. In addition, Dan oversaw the construction of the
beautiful new IIAO headquarters, a facility that has paid immense dividends to
the association in just its few short years of existence.
Even though Dan may be retiring on paper and he will not be an everyday
fixture at IIAO headquarters, we know he will continue to advocate for the
insurance industry while giving back to his hometown of Chickasha. Last
but not least, we know Dan will pour himself even more into his wonderful
family, including his grandchildren.
While, we are sad to see Dan go, we know IIAO is in a tremendously strong
position thanks to his years of dedicated service. It has been our honor and
our privilege to work with him. Best wishes and many happy years ahead
to a great Oklahoman.
Jami Longacre
IIAO Government Relations Consultant
John Cox
Cox Consulting Group
IIAO Public Relations Consultant

him in any area. He has been a constant force of influence not only with
our agency association members, but also with the Legislature, regulatory
bodies and company folks who bring insurance markets to the table. Dan’s
level of commitment has led to all of those who work with him having a high
level of confidence, which helps all understand the issues in a most effective
way. Dan is at his best in this role.
I first met Dan when he was managing his own independent insurance
agency in Chickasha. In spite of the fact that I have always been on the
insurance company underwriting management and marketing side, Dan
has always treated me with total respect, even when I knew he didn’t
agree with an approach or decision. I was out of Oklahoma for 8 and
a half years. When I returned, Dan was one of the first to reach out to
include me in some specific areas. Through these last five years, Dan
has become a good friend, fueled first by all the reasons stated in the
paragraphs above and then just as a friend who is always there when
you need him. I am extremely proud and honored to call Dan my friend.
Fore, obviously, is a golf term. If you know Dan, you know his passion and enjoyment on the golf course. In spite of my inept abilities as compared to his, he is a great golf companion. I even had
the privilege of witnessing Dan make a hole-in-one while we were
in Texas a few years back; that is something I will never forget.
I am a better person for having the privilege of knowing Dan and am especially honored and humbled to call him my friend.
Mel Holt, CPCU, CIC
Vice President / Branch Manager
Union Standard Insurance Group, Oklahoma City

New Building

The five areas are faith, family, force, friend and fore. I’ve known Dan since
at least the early 1980s, and, in all those years, I have never worked
with anyone who shows a greater presence of faith in his life. From my perspective he lives that faith in God in every facet of his personal and business life.
I have tremendous respect and admiration for Dan as truly a person of faith.

Once the decision was made to sell the IIAO building and start the process
of finding a new location for our office, I got to see Dan at his best. Many,
many details had to be taken care of and many, many decisions had to be
made. As if he were conducting an orchestra, somehow Dan was able to
keep everyone in harmony and on the same sheet of music. I always knew
Dan was a great multitasker; the IIAO president/CEO position demands
that. But during the months of pre-construction and throughout the construction phase, Dan was no less than a maestro. Through his leadership
and hands-on involvement, all the difficult decisions were made, the expenses
were kept in check and a beautiful and very functional IIAO headquarters
resulted. Dan had many opportunities to succumb to the pressure, but he
consistently stayed on top of the project and remained focused on producing
an office in which all members of our association could take pride.

Dan sets a great example of a man totally dedicated to his family. He has
always been very proud of his entire family and has always consistently
exhibited that in every way, even when he is traveling away from them.
From my perspective, Dan’s family is the most prized component of his life.
By force, I mean influence. Dan’s consistent approach and dedication to the
insurance industry make our business easier for anyone working around

The IIAO office we have today is the result of Dan’s visionary leadership.
Though his humility wouldn’t allow his name to be on the building, his mark
is all over it.
Mike Ross, President/CEO
INSURICA, Oklahoma City
IIAO Past President/Chairman 2009–2010

W

hen I think of Dan Ramsey, five words immediately resonate with
me. While each of these five words starts with the letter “F,” they
are all as far from a failing grade as possible. In fact, Dan’s performance
in each is, I would calculate, far greater than an A+.

POLICY Summer 2014

37

salute to dan ramsey

Continued from Page 36
give them time to do so. And, back to where we began
this conversation: I want agents of today and tomorrow
to build those friendships. The men I met in 1979 or
1980 in Young Agents have been my friends for 40
years. I want the young agents of today to have that
opportunity for life-shaping relationships.

KJW

That seems as good a place as
any to stop. Good luck. I know
I join all those connected with IIAO in wishing
you many years of healthy, happy retirement.
Thank you.

DR

Leadership
Leadership takes many forms. However, what we typically think of when that word
appears is a series of intentional acts like those a military officer commanding his
troops would make. Dan certainly had that experience as he served his country
in the Navy. However, I think that real leadership skills are situated in and demonstrated by a man or woman’s character. This defines, for me, who Dan is, not only
as a leader but also as a person.
Dan is the rare combination of confidence and humility. He knows what he wants
to do and part of what he wants to do is to be useful to others. So he leads as a
servant. But to mistake his gentle spirit as weakness would be to fail to see that
strong belief, carefully considered conviction and indomitable will form his character.
Dan took on the job of daily leadership of IIAO during a difficult period. But we were
confident in his ability to succeed because he was confident. We were all right,
but under his leadership we became more than all right in a second sense of that
phrase. We made progress that none of us would have believed possible when he
took the job. We became not just all right, but excellent. Though we have an excellent new president/CEO who will serve us well and shape our future success, Dan
is, ultimately, irreplaceable.
From any measure, it’s clear that our association is far better than it was before
Dan became its leader. All of those who have had the privilege of serving as leaders
with him have benefitted individually even more than the association has as a whole.
I know that is true for me. Thank you, Dan, for 16 years of outstanding professional
leadership of IIAO and for teaching me much along the way.
Tony Caldwell, Chairman & CEO
Oklahoma Agents Alliance, Oklahoma City
IIAO Past President/Chairman 2007-2008

38

POLICY Summer 2014

Dan’s Impact
on National Big “I” Issues
I have had the unique opportunity to observe firsthand Dan’s work on national insurance issues as he
represented Trusted Choice independent insurance
agents and to witness his ability to bring Oklahoma
perspective to those discussions. The first descriptive
word that comes to mind is “Wow!”
Whether participating in government affairs committee meetings during consideration of issues affecting
our insurance and business livelihood or working
through issues with his peers who provide professional association leadership in their own states, Dan
has earned the professional and personal respect
of all with whom he comes into contact. His steady,
consistent, thoughtful approach to industry work has
become widely recognized by governmental, regulatory and insurance industry leaders.
Make no mistake. Dan’s insurance industry legacy
involving Oklahoma’s IIAO members and his Oklahoma
roots will continue to cast a long shadow on a national
level long after he steps away from representing Oklahoma Trusted Choice independent insurance agents.
Thanks, Dan, for your focus, dedication, professionalism and friendship.
Vaughn Graham, CPCU, AFSB, CIC
President
Rich & Cartmill, Inc., Tulsa
IIABA Executive Committee
IIAO Past President/Chairman 2004-2005

FEATURE

TrustedChoice.com and
Project CAP growing
We signed up and published our profile at TrustedChoice.com
on a Thursday and received our first prospect email the very
next morning. It was a commercial account, a man needing
liability coverage for a youth boxing league here in Oklahoma.
We don’t know if we’ll get it, but it is very exciting to see
prospects coming so quickly.
— Mollett Hunter Insurance Agency, Chickasha
Consumers Participating in Portal

The website for consumers to connect with independent
agents, TrustedChoice.com, continues to experience record
growth each month. Visits to TrustedChoice.com during
April totaled 149,338, a 39 percent increase over March,
representing a ninth straight record month.

Connecting you to today’s consumers.
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TrustedChoice.com is unlike any other website currently
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to evaluate multiple insurance companies, the chance to
select an independent agent who’ll advocate on their behalf
is an advantage many consumers find irresistible.
A basic profile on TrustedChoice.com is free and
automatic for all IIABA members. Agencies enrolled in
the new Advantage Program receive an expanded profile,
enhanced positioning, unlimited prospects and other key
benefits — all rolled into one subscription of just $39 per
month. And enrollment takes just a few minutes.
Plenty of IIABA member agencies and IA carriers are

signing up to participate. Since November 2013, more than
1,500 agencies had signed up for an Advantage Agency
Subscription to TrustedChoice.com, along with 26 national
and regional personal lines independent agent carriers.

New Programs. New Prospects. A New
World of Possibilities.

In addition to TrustedChoice.com, Project CAP provides a collection of agency marketing programs. Created
by some of the best companies in the country specifically
for today’s insurance professionals, all of these solutions
integrate perfectly with one another to help leverage the full
power of the Internet — and The Power of Independents.

Forty-five IIAO agency members are participating in the
Advantage Plan. That’s almost 10 percent of membership.
Subscribe to the Advantage Plan and give your agency the best
opportunity for being found by consumers
— Independent Insurance Agents of Oklahoma

FlexIbIlIty
Imperial PFS, the leader in premium financing,
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Imperial PFS has been working with Captive and Program
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